Otterbox
OtterBox - Case Study
Learn how OtterBox leveraged the power of experts to diversify product lines and cross-sell into new industries.
01 —
Background
As a leading brand in mobile accessories, OtterBox diversified their product line to cross-sell in the outdoor industry.
Competing with big brands in a highly saturated market, OtterBox looked to ExpertVoice to increase awareness, build brand perception and drive sales.
02 —
Gather
OtterBox expanded their targeting to include outdoor experts who could convey their message and the value of OtterBox products to consumers in the outdoor industry.
After achieving success focusing on tech experts, OtterBox ramped up their partnership with ExpertVoice to include outdoor experts as well. By targeting retail associates and professionals in the outdoor industry, OtterBox was able to break into the new market through the people consumers trust for buying advice.
Targeting
OtterBox expanded their targeted audience
03 —
Improve and Increase
Improve and increase
This inclusion of outdoor experts led to 62 percent lift in engagement and 58 percent increase in product orders. By engaging with OtterBox content and experiencing the products firsthand, the quantity and quality of these expert recommendations became even more impactful.
04 —
The Results
2016 — 2018
05 —
Put to work
When entering a new market, brands often focus primarily on increasing awareness.
While building awareness was an important part of their strategy, OtterBox’s partnership with ExpertVoice included more than just helping consumers become aware of their new products.
The in-depth product education and experiences empowered these influential experts to become OtterBox advocates, giving them the confidence and knowledge they needed to make authentic, informed recommendations — recommendations that lead to full-price purchases.
Education
Content created to educate experts about new products.
Product Seeding
Experts received OtterBox products for in-hand experience.
Don’t leave product recommendations to chance.
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